Web Analytics – The Dominant Problem of Marketing Automation and Sales Funnel

Abstract

ABSTRACT The purpose of the current article is to present the possibilities of using web and marketing analytics, in particular, the dominant marketing automation along with the sales funnel. The research question can be defined: how does the use of marketing automation support the impact on customers? The research method includes a review of the current literature, and a case study-the implementation of marketing automation and sales funnel additionally marketing analytics is included in the dashboard application. The illustration of this in-depth case study may indicate an understanding of the theory in a real setting. The research results present the defined web analytics, the stages of its evolution, along with the elements of inbound and outbound marketing In addition, the example of company X presents the metrics in the sales funnel included in the dashboard. How MA interacts with customers, market participants, is presented. Through the development of MA implementation and in-depth analytics, it was shown which inbound and outbound elements play an important role and allow analysis of metrics in the sales funnel. This is not a complete research for enterprise marketing because we can develop the problem: how marketing uses modern technologies in influencing market participants. In addition, it is worthwhile to conduct further research on the determinants and metrics in MA and sales funnel because, in its first stages, one builds relationships with customers and, in its later stages, one manages relationships with customers, where close relationships are established.